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Questions That Sell by Paul Cherry

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Questions About Company Culture

“Company culture” refers to many things, including how purchasing decisions are made; how the employees feel about the company; what the relationships are between different departments or between headquarters and its subsidiaries; the relationships your contact has with others on her team, with her boss, and with all of the other departments in the company; and how changes are proposed and implemented.

Questions about company culture allow you to become a “fly on the wall” in your customer’s boardroom. They give you access to the inner workings of the organization, and they permit you to anticipate problems before they occur.

Remember, employees are competing for a fixed amount of resources within a company. So ...

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